Infer Inc., a provider of predictive applications, has launched Infer Lenses, a solution designed to help B2B companies accelerate expansion into new geographies, industries and products. Infer Lenses is positioned to compile market-specific predictive scores from existing Infer models to help companies identify top prospects in new markets.

"This really comes out of the growing requirement for B2B companies to expand into global markets,” said Jamie Grenney, VP of Marketing for Infer, in an interview with Demand Gen Report. "When companies want to enter a new region or new industry, for example, they typically don’t have enough data to know where to focus their efforts."

Lattice Engines launched its Lattice Account Prioritization application, a tool designed to support the shift in B2B marketing toward account-based marketing tactics. The app is intended to leverage predictive analytics to segment and target the right accounts in their campaigns and develop personalized messages that resonate with buyers.

The Account Prioritization application positions sales teams to prioritize outbound efforts with buying intent signals and predictive account scores. This information can then be used to personalize the conversations sales reps have with target accounts.

LiveHive, a sales acceleration platform provider, has released new integrations with several cloud services, including Egnyte, Box, Dropbox and OneDrive. The integrations position sales teams to track prospect engagement with any content stored in these file management services.

The integrations are also designed to give sales reps access to the latest content approved by the marketing team, and provide real-time visibility into the buyer's journey.

ClearSlide, a sales engagement platform provider, launched its ClearSlide Engagement and Follow solutions. The tools are designed to help sales and marketing teams monitor, analyze and respond to sales performance data.

The new tools are offered through the company's sales engagement platform, and are intended to help marketing and sales leaders coach sales reps, test or revise content and forecast potential closed deals.

HubSpot has acquired Rekindle, a company that offers a mobile app intended to gather updated contact information from across all of a person's contact networks. The acquisition positions HubSpot users to gain insights into prospects through mutual connections. The financial terms of the deal were not disclosed.

The announcement comes during a time of considerable growth for HubSpot. The company launched its IPO in the latter half of 2014, and reported a 51% increase in revenue in its first quarter as a public company.

Demanding Views

Selling today is complex, and it’s no secret that the B2B buyer is king. They are digitally connected, socially networked and well informed. At the same time these empowered buyers are inundated with aggressive pitches, irrelevant sales exchanges and the fear that they aren't making good purchasing decisions. It can’t be that bad, though, right?

Apparently, it can be. A recent global survey, commissioned by SAP, highlights the biggest frustrations that B2B buyers have when vendors sell to them. The results leave you asking, "Where’s the personalized, human, touch?"

Bulletin Board

Demand Gen Report’s 2014 B2B Buyer Behavior Survey provides insights into how B2B buyers make their decisions. Buyers are waiting longer to engage with sales, but they are more satisfied with the process than in years past. For an in-depth look at this research, download the report now!

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